Peer-to-Peer: Designing a Mentorship Program for Success

There are a plethora of training programs and trainers in the automotive industry many of which have different styles, advice, and opinions. Often, those opinions vary widely. While training is indeed something I advocate in dealerships both as an ongoing initiative and for new-to-the-industry employees (no matter which department), no business can function as a singular unit when everyone has been influenced — and are operating — by many philosophies.

 

Let’s be real. Our industry has a turnover problem — especially in sales. Hiring a green-pea, showing them how to do a foursquare and then instructing them to go “get an up,” may sound very old school. But it is still the status quo in many dealerships. For those dealerships that do have training integrated into their cultures, great job. But not all training is equal. I’m not necessarily advocating one training system over another… they all have their own pros and cons. What I’m saying is that leadership within the dealership needs to decide what culture, customer experience and values that they want first… then choose a training curriculum that is complimentary.

 

Even though it’s great that your dealership has decided to provide training materials in which veterans and green peas can learn from, everyone needs to be on the same page. How is a sales manager desking a deal supposed to know what close a salesperson is using in the box and how to showcase the next set of figures if they don’t know what the salesperson is telling the customer? It’s like a football team in which each position studied a different playbook. Neither the coach, quarterback or positional players will know what their teammates are supposed to do!

 

Mentorship programs have been, and are used, by many of the most successful companies in the world. To great success. Why? Because, as leaders, we all know that there are people in any organization that exemplify the quality standards, culture and customer experience that we want our customers to travel through. The shallow answer is a business should train and pair their new employees with the existing ones that make all of the profit. But that isn’t always the right one. Why? Because those judgments are typically made based on immediate gross profit. Sure, that 20+ car per month salesperson may slay it and have excellent gross in their deals. But what is the long-term effect? Are they sacrificing long-term relationships for short-term gross profit at the expense of a reduced lifetime customer value? While it might be great that your salesperson is closing deals with high front ends, many of those customers could be worth much more over their lifetime if they were treated differently.

 

Designing a mentorship program isn’t time-consuming, but it does take thought. The biggest question that you should ask yourself when choosing potential mentors, in each of your dealership’s departments, is who best represents the culture and values of your dealership that you want to instill in your new hires. You’d be surprised at the answer you may come up with.

 

Once you know what you want your company to be, how you want your dealership to be perceived by your customers and have created processes that reinforce those ideals, the employees that will be the best mentors typically glow like a hot sun. These are the employees that you want to strengthen, guide and mentor your new employees (whether those be veteran or green peas) so that your dealership is operating in unison, as a team, and under the same philosophies.

 

Establish a mentoring program in which these previously identified employees can help mold your green peas into models of themselves thus reinforcing the foundation that you’ve created. When you do, you'll find that it’s easier to not only operate as a team but also in a way that exponentially advances your business branding and goals while solidifying your customer experience into one that’s consistent and repeatable.

 

And that’s how you win in retail.

Views: 31

Comment

You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

Latest Activity

Dave Anderson posted a blog post

Face and Fix These Four Excuses

Excuses are common amongst underachievers, and when you're trying to live the game changer life,…See More
7 hours ago
John Sternal posted a blog post

Swapalease Data: Are Crossovers Not in Demand for Leasing?

Crossovers Not Seeing Growth in Leasing?A year ago, roughly 7.4% of drivers polled said they would…See More
11 hours ago
Jim Flint posted a blog post
12 hours ago
Jim Flint's blog post was featured

Google Ads Two Changes for Display

In this video blog, Jim Flint, CEO, and Founder of Local Search Group discusses two changes you…See More
14 hours ago
Simon Hopes posted a blog post

How to Compare Car Insurance Policies

What is Car Insurance?A car insurance is the policy that covers one’s car against all kinds of…See More
19 hours ago
Mike theCarGuy Correra posted a video

The Key to Long Term Success in Sales

Account Manager Mike Correra shares the key to a dealership's long term sales success in this video blog.
yesterday
Tom Clark posted a blog post

Reasons to Sell Your Dead Car to Car Removal Companies

Your old car just stopped working. When you called a mechanic to have a look at it, they gave you…See More
yesterday
Derek C. Dean posted a blog post

Hard skills Vs soft skills or hard skills and soft skills- which is optimal?

Soft skills and training programs for the same seem to be hogging the limelight in recent times.…See More
yesterday
Umair Amjad posted a blog post

The Perks of Using Armored Cars & Bulletproof Vehicles

Security is a prime concern for every human being. When it comes to security, then people do not…See More
Sunday
Rob Gehring posted a blog post
Friday
Scot Eisenfelder posted a video

Why the Service Write Up Is Critical

Scot Eisenfelder shares why the service write-up is critical to increased revenue in this video blog.
Friday
Jim Flint posted a blog post

Google Ads Two Changes for Display

In this video blog, Jim Flint, CEO, and Founder of Local Search Group discusses two changes you…See More
Friday
John Sternal posted blog posts
Thursday
Veronica Dunford posted a blog post
Thursday
Stephen Coambes posted a blog post
Thursday
Damian Boudreaux posted a blog post

Relationship Selling - Begin The Shift Now

Gooooooooood Morning! And thank you again for joining us in another video in the series, [name].…See More
Thursday
Steven Laureys posted a blog post
Aug 14
John Sternal posted blog posts
Aug 14
Harris Scott posted blog posts
Aug 14
Reynalda Lor posted a discussion

Roofing Option For Garage?

Greetings!We are looking for the best roofing option for our dealership garage nowadays. In the…See More
Aug 13

Get Newsletter

© 2019   Created by DealerELITE.   Powered by

Badges  |  Report an Issue  |  Terms of Service